OPEX Model Overview The Case for India & Africa in Telecoms

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1 OPEX Model Overview The Case for India & Africa in Telecoms August 2014 Cambridge Clean Energy Cambridge Clean Energy. All Rights Reserved

2 Cambridge Clean Energy Overview Cambridge Clean Energy Ltd (CCE) is a London based distributed clean energy company, with operations in India[started in 2009] and Africa[started in 2010], has developed a Proprietary Energy Management Solution as a Service (EMSaaS TM ) that reduces the power consumption & total OPEX for telecom towers by 30-40%. CompellingValuePropositionforTowerOperators Turnkey solar power solution, no upfront costs, reduces monthly energy costs by 20-30% while maintaining the required 99.97% SLA uptime EMSaaS TM units virtually eliminate the use of diesel fuel and the associated expense volatility incurred by tower owners and operators InnovativeReengineeringprovidessignificantcostandqualitydifferentiationovercompetition Proprietary products and services MarketTrends Rising diesel prices, Falling Solar prices, Energy Storage Innovation Increasing pressure on tower companies & operators to cut costs (falling ARPUs, elimination of Cost Plus model) GlobalCustomerBase Customer include Vodafone, American Tower, Eaton Towers, Idea, Indus Tower, MTNL, Airtel and Aircel Over1,500TowerscurrentlyunderEMSaaS TM contract,andover750systemsinservice Seasoned Global Management Team and Investors Professionals with prior C-level experience at major telecom companies(current and potential customers) 2

3 Global Expertise, Presence & Growth Global Reach, Local African Presence & Services 3

4 100+ Years of Industry Experience & World Class Investors CCE Management Team: Chris Luckhurst(MD, Africa): 15 years experience in emerging market and telecom industry Bill Bubenicek (CEO): 10 years experience building businesses for multi-functions including sales, finance, and Project Management Richard Hallas(Director Imp & Care): 15 years with Nokia Mobile Phones and Nokia Networks, Managed 30+ project teams (30+ countries worldwide) SundarSubramaniam(Director): 5 IPOS, Serial Entrepreneur BhaskarPanigrahi (Director): 15+ years as a serial entrepreneur; AashishKalra(Director): Multiple IPOs; Invested more than 1 billion USD in India Infrastructure and Real Estate AchyutaBakshi(MD, India): 20 years in Telecom and Project Mgmt NisheethGoel(COO, India): 10+ years experience, ex- Commercial Head of Rajasthan at Indus Towers Mahesh Choudhury (VP, Supply Chain/Ops): 20 years in IT/Project Management including building and managing NOCs Shaun LaFleur(CFO): 10 years experience in corporate finance, internal auditing, and general operations History of success generating billions of dollars of investor wealth: Current and ex-c-level executives at Estee Lauder, Proctor & Gamble, Gillette Cambridge Technology Partners: IPO in 1990, acquired by Novell in 2002 Open Environment: IPO in 1993, acquired by Inprise in 1995 i-cube: IPO in 1995, acquired by Razorfish in 1998 One Wave: IPO in 1997 C-Bridge: IPO in 1999, acquired by Progress Software in 2003 Cambridge Technology Enterprises Limited: IPO in 2007 TrikonaTrinity Capital: IPO in 2006 Investors & Financial Team GMP Securities JGB Capital 4

5 Why OPEX Model for Power? CAPEX Costly & Unpredictable VS OPEX Predictable & No CAPEX African Markets Cost of Capital is high Local inflation 7-10%+ Local Currency Risk, Repatriation of funds 15% Local VAT/Duties for Import % Local Capital 16-23% Intelligent Power Systems require local expertise to implement & maintain Power is not the core expertise of the MNO or TowerCo Local O&M not incentivized to reduce fuel consumption, maintenance Provides Predictable Monthly OPEX, at fixed pricing Stabilizes EBIDTA predictability for Tower Sale, Acquisition, Valuation Zero CAPEX required from customer SLA Risk is passed to CPS Guaranteed Power Availability % Power is core expertise of CPS Discount equivalent to CAPEX model No customer training required Speed to implementation and savings 5

6 Evolution of OPEX Model CCE Has Evolved with the Market Low OPEX Volatility High Pass Through (Diesel cost passed to customer) Hybrid OPEX (fixed solar/battery, remainder of diesel passed to customer) Hybrid CAPEX + OPEX (Customer pays part of CAPEX, remainder is Hybrid OPEX) Fixed OPEX, Zero CAPEX Pricing Based on BTS Pricing Based on Load Band Pricing Based on Unit Consumption Low Savings to Customer over 10 years High 6

7 OPEX Model Structure Energy Management as a Service (EMaaS TM ) Fixed Pricing (kwh) & Discount Model Customer-Owned Towers: CCE takes full control of all power-related activities, assets and existing value chain, providing customer a monthly fixed fee based on power consumption. Equipment Buy, Install & Manage Key Deliverables/SLA s; Guaranteed 99.97% uptime, AC/DC power supply CCE will implement power optimization & intelligent power equipment & services to reduce internal OPEX. Lower CAPEX CCE Lower OPEX ZERO CAPEX for customer Fixed Monthly Cost Discount can be as high as 25% from present base operating expense Clean Power as a Service Fixed Cost Guaranteed Power Availability (FCGA TM ) 7

8 EMSaaS TM Discount Example Fixed Pricing with Discount Example East Africa Current Customer Base Case OPEX Annual OpEx($45,000) Site Security ($2,000) OME ($16,000) -25% EMSaaS TM Fixed Pricing Model - 25% Discount To Existing OPEX Base Case - Zero CAPEX for customer Annual OpEx($33,750) Cost of Diesel ($27,000) Cost of Fuel,Site Security, Diesel, 99.97% uptime, guaranteed power availability Single Site, Annual Operating Expenses 8

9 What it takes to Create A Successful OPEX Model The Right Ingredients are Required Telecom Industry Expertise Power Management Expertise EMSaaS TM Proprietary Technology, World Class NOC, Innovation Optimized transfer of customer assets Asset (Fiscal) Management Expertise Local Workforce Training & Development FCGA TM 99.97% Fixed Cost, Guaranteed Availability, Zero CAPEX for customer 9

10 Questions & Dialogue Summary Africa is approx. 4 years behind India on the adoption curve for Green Technology Africa is now entering into the Energy as a Service/ESCO/OPEX modeling stage Key focus is on OPEX Savings, but capital, has been the main delay to adoption by the MNO s TowerCo s have fulfilled this in recent times. Now it is time for the next step OPEX models offer ZERO CAPEX for the customer Fixed Monthly Cost Discount can be as high as 25% from present base operating expense Fixed Cost Guaranteed Power Availability (FCGA TM ) Power Management and expertise (although unglamorous is the key to successful OPEX reduction) Power experts (training, field engineers, technology etc) are essential for the success. QUESTIONS AND ANSWERS 10

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